It was the statistic that sent sales managers reeling. Up to 91 percent of sales teams whiffed their sales quotas in 2024. As go-to-market teams dive into a new year of territory planning, the effects of missed quotas have some RevOps leaders asking what went wrong...
What is Territory Management? Let’s talk about that. Gartner defines territory management as “the process by which sellers prioritize and manage a group of customers and prospects, typically organized by segments like geography, industry, and need.” While this...
It’s tough to get sales forecasting right, and less than half of sales leaders and sellers feel confident about theirs. This means it’s important not to celebrate those forecasts before closing the deals, as forecasts don’t always match up with what...
When every department works from the same playbook, the results speak for themselves. Large enterprises are increasingly turning to corporate planning tools unify and analyze data across departments. Some insight shows around 71 percent of these companies use...
Deciding whether to verticalize or not is a strategic choice that depends on multiple factors unique to your business. However, with companies facing poor retention rates, operational visibility challenges, and disappointing profits, many believe verticalization is a...